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The PositionRoche in Kenya is seeking a Key Account Manager for Diagnostics to develop account and portfolio strategies, identify and secure sales opportunities, build relationships with key executive decision makers in customers to grow Roche market share in Ethiopia.
Key Responsibilities:
1). Account Management
To develop and implement the account and portfolio strategy by understanding customer requirements, working with marketing to develop product strategies, implementing strategies in market segments and securing new clients and/or expanding footprint in existing clients as required
To identify sales opportunities by engaging with customers to understand new product or opportunities, analysing the opportunity, developing proposals and presenting to customers monthly and as required
To implement campaigns by engaging with Product Managers, engaging with customers and running campaign events as required
To respond to sales related queries by understanding the issue, sourcing the appropriate feedback and providing feedback to clients as required
To report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required
To achieve sales targets by managing sales opportunities, loading onto the CRM system, engaging with customers, preparing and presenting proposals, securing deals, monitoring customer satisfaction in implementation, identifying risks and implementing corrective action daily
To administer the sales process by loading all sales information into the CRM system, updating information, tracking pipeline progress, identifying areas of risk and opportunity and implementing appropriate actions daily
To provide support to the regions by visiting key account decision makers, providing support to the Account Managers, identifying queries, client requirements and opportunities, supporting development of solutions and monitoring client relationship health quarterly and implementing corrective action and as required
2). Stakeholder Management/ Engagement
To identify sales data trends at portfolio level by extracting the sales data, undertaking the analysis, identifying trends and variances and engaging with this information and identifying opportunities
To provide appropriate product strategies per customer by understanding the customer needs and wants, refining the strategy in line with the customer requirements and adjusting as required
To maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries as required
To maintain relevant product, industry and sector knowledge by engaging with relevant individuals and departments, influencing alignment and mobilisation towards key account and portfolio strategies, providing information and feedback and addressing any queries as required
To maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments as required
Report on successes and areas needing improvements
3). Sales Opportunity Creation
To ensure a continuous feed of the sales funnel pipeline as per opportunities identified
To track and monitor the opportunity pipeline to ensure success
To understand win/loss opportunities and potential reasons in order to provide needed improvements
To ensure collaboration across all departments by reviewing bluesheets regularly
4). Customer Relationship Development
Develop a growth strategy focused both on financial gain and customer satisfaction.
Identifying and mapping business strengths and customer needs.
Conduct research to identify new markets and customer needs to expand client base and viable income streams.
Keep records of sales, revenue, invoices etc. and to analyse data/reports to understand performance trends
Report on successes and areas needing improvements
Provide trustworthy feedback and after-sales support and build long-term relationships with new and existing customers
Have an in-depth knowledge of business products and value proposition
To ensure accurate customer data is actively updated in the CRM tool
To ensure all customer related and internal activities are logged as per requirement
5). Project Management
Project manage solutions for identified new sales opportunities within new possible clients or new products
You, as an ideal candidate, will have the following skills, experience and education:
Qualifications & experience
Bachelor's Degree in Life Sciences, Biomedical Science, Medical Technology, Molecular Biology, Biochemistry or a closely related field.
Preferably min 5-7 years’ experience in sales or business development in the diagnostic, pharmaceutical, or related industry and 3 years account management experience
A Business Management qualification is an advantage.
Key Skills
Customer Relationship Management (Rexis)
Ability to build relationships and work in project team, trust and influence with internal members
and other key stakeholders
Miller Heiman Selling Methodologies
Commercial Acumen
Negotiation skills
Presentation skills (solution selling)
Balances Stakeholders
Builds Networks
Communicates Effectively
Situational Adaptability
Strategic Mindset
Manages Complexity
Physical requirements: Have a driving license and be willing to travel
Who we are
A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.
Let’s build a healthier future, together.
Roche is an Equal Opportunity Employer.
Skills Required
- Bachelor's degree in Life Sciences, Biomedical Science, Medical Technology, Molecular Biology, Biochemistry or closely related field
- Minimum 5-7 years' experience in sales or business development in diagnostics, pharmaceutical, or related industry
- Minimum 3 years' account management experience
- Business Management qualification
- Experience with Customer Relationship Management system (Rexis) and maintaining accurate CRM data
- Knowledge of Miller Heiman selling methodologies
- Commercial acumen and ability to analyse sales data and KPIs
- Negotiation and presentation (solution selling) skills
- Ability to build relationships, influence stakeholders and work effectively in project teams
- Strategic mindset, ability to manage complexity and situational adaptability
- Driving license and willingness to travel
Roche Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Roche and has not been reviewed or approved by Roche.
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Retirement Support — U.S. materials describe a 401(k) with both matching and an additional company contribution, supported by formal plan documents and true‑up features. This structure is positioned as a standout element of the total package, particularly at Genentech.
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Leave & Time Off Breadth — Time‑off provisions include substantial vacation, a year‑end shutdown, and a paid six‑week sabbatical after six years. These elements indicate a recharge‑oriented approach within the U.S. offering.
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Healthcare Strength — Company materials emphasize comprehensive medical, dental, vision, and mental‑health resources alongside well‑being programs. Benefits pages consistently highlight breadth across core health coverage elements.
Roche Insights
What We Do
Roche is a global pioneer in pharmaceuticals and diagnostics focused on advancing science to improve people’s lives. The combined strengths of pharmaceuticals and diagnostics under one roof have made Roche the leader in personalised healthcare – a strategy that aims to fit the right treatment to each patient in the best way possible. Roche is the world’s largest biotech company, with truly differentiated medicines in oncology, immunology, infectious diseases, ophthalmology and diseases of the central nervous system. Roche is also the world leader in in vitro diagnostics and tissue-based cancer diagnostics, and a frontrunner in diabetes management. Founded in 1896, Roche continues to search for better ways to prevent, diagnose and treat diseases and make a sustainable contribution to society. The company also aims to improve patient access to medical innovations by working with all relevant stakeholders. Thirty medicines developed by Roche are included in the World Health Organization Model Lists of Essential Medicines, among them life-saving antibiotics, antimalarials and cancer medicines. Roche has been recognised as the Group Leader in sustainability within the Pharmaceuticals, Biotechnology & Life Sciences Industry ten years in a row by the Dow Jones Sustainability Indices (DJSI).
